The Next Generation of Sales Assessment reports are here

Fit-4 is the online assessment program designed

specifically for sales people

 

  • Fit-4 - an online sales audit identifying 'fit' to a specific role; and development
    'headroom'

 

  • Fit-4 is an array of tests, each with a unique 'role competency framework';
    enabling detailed assessment with high levels of granularity and accuracy,
    role by role

 

  • Fit-4 has been shown in tests to be significantly more accurate that any
    other sales focused equivalent on-line test

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Definition of Key Account Management

 

arrow link Key Account Management report available November 2008

 

 

Benefits of Key Account Management

 

Key Account Management (KAM) is one of the most critical roles for any organisation and requires a complex mix of sales and business skills. The adoption of a good KAM strategy offers many organisations the best opportunity to maximise the revenue potential of their most important customers.

 

This involves detailed research and analysis of the dynamics within the key account and of their market, as well as the ability to demonstrate how and by what means the relationships will enhance over time the Net Present Value (future free cash flow) for both organisations.

 

Candidates for Key Account Management roles require a wide range of capabilities to perform this role including the ability to:

 

  • Identify and prioritise key accounts and measure their profitability
  • Develop a deep understanding of the customer
  • Craft customer focused strategies
  • Create pricing models for key accounts
  • Build appropriate relationships and communicate effectively
  • Develop clear commercial strategies
  • Manage conflict
  • Deploy effective negotiating and selling strategies in the key account and internally

 

How does Key Account Management map to adjacent roles?

 

Strategic Selling is the level below Key Account Management and has many similarities, but has less rigour attached to the analysis of 'customer lifetime value' than Key Account Management. Strategic selling proactively positions for the customer a positive business outcome to his current business problem, where he has not yet identified how to resolve this business problem for himself. This involves sophisticated research and analysis of the market dynamics in the customer's marketplace to 1) alert the customer to challenges over the horizon, 2) define with the customer the potential problems presented by those challenges and 3) craft solutions to those problems and meet them head-on before they arise.

 

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